This course begins at the start of the sales process, concentrating on where and how to initiate your prospecting efforts. It covers the essential distinction between prospecting and sales, providing a valuable prospecting "road map" to help identify the "right person," the "right path," and the "right thing to say." Additionally, it explores strategies for uncovering new business opportunities from existing clients, as well as new and previously inactive accounts. And the importance of prioritizing and effectively planning your prospecting time to maximize results.
This module focuses on the first of three steps for effective new business development – the research phase. We will look at what differentiates the activities in this phase of prospecting from the others. Specifically, we will focus on how and where to look to find potential customers and how to effectively research and gather information about them. We will discuss strategies to go after the business you want by keeping your pipeline full.
This module focuses on step two of effective new business development – the outreach stage. We will look at how to create compelling messages when reaching out to prospects. And how to get their attention using different avenues – voicemail, email and social media. We’ll also tackle how get past the gatekeeper and the personal barriers that get in the way of effective prospecting.
Cold calling and prospecting have evolved significantly over the past 5-10 years, primarily due to the rise of the internet and social media. This course aims to help you eliminate the "cold" from cold calling by leveraging online platforms to build stronger connections with potential customers. We’ll delve into strategies for using LinkedIn more effectively and explore how other social media sites can boost your engagement in today’s dynamic marketplace.
Once you have an appointment to speak to a new prospect, do you have what it takes to keep them interested? During your initial sales calls or inquiry calls, the nature of your communication should be based on broad, open-ended questions that get the customer talking about themselves and what is important to them. In this module we will introduce the Probing Process to guide you through this initial inquiry and how to effectively uncover your customer’s needs.
Understanding the diversity of behavioral styles is an important skill you need to develop. In this module we will explore the four behavioral styles: Driver, Expressive, Amiable and Analytical. Understanding your own style and the styles of your customers will help improve communication and rapport, build stronger relationships and assist you in providing the right solutions.
F.A.B. Statements are at the heart of what makes you an effective salesperson. It is the formula that links the positive attributes of what you are selling with the fulfillment of your customer’s needs. In this module we will talk about how to create personalized F.A.B. statements for proposals, sales presentations or site visits, as well as RFPs. These compelling sales statements will clearly articulate how you are uniquely positioned to meet the specific needs of your customers.
To stand out from the competition your proposals, presentations and site visits must be personalized and customized to each customer. In this module we will introduce the Presentation Process as a method for communicating your ideas and solutions professionally and powerfully. This approach can be used with proposals, site visits, phone conversations, or more formal presentations.
The close is an integral part of the sale. A strong proposal or presentation should move the customer to a point where they can act. Closing is not about a hard approach but facilitating the buying process to a natural conclusion of booking business with you. In this module we will look at how to move the customer to action and ask for the business. We will introduce eight different approaches to closing as well as following-up effectively and when to walk away when the business isn’t right for you.
Objections are a natural part of the buying process. Clients object when an expectation was not met. You must work through their hesitations, so they are comfortable moving forward. In this module we will introduce a communication tool called L.E.A.P.® that will encourage you to listen more carefully to and create more dialogue with your customers to work through their concerns and objections, so you can move past “no” and close more business.